Sales shadow report - FGESGN JNWUIPO PWKDJRF PDF

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Summary

FGESGN JNWUIPO PWKDJRF...

Description

Introduction Crystal is B2B sales represented in safety industry. Where she sells safety equipment mainly to constriction companies, however the scope of clientele stretches from warehouses to real estate.

Description of The Working Day Morning The morning will be mainly busy with attending the office in order to grab samples of the product and plan out the route. Few calls and emails will take place around the same time in order to confirm on the meetings with prospects.

Noon During noon, is where the majority of business happens. Following the previously planned route/ schedule she would attend meeting to provide more detail about products and its different packages. In those meetings she would use different approach strategies depending on the sales stage of the prospect. For example, the day of shadowing she had the meeting with a buyer with whom she had 7 touchpoints of emails, meetups, and calls. So, she attempted to close the deal consistently throughout the conversation.

Evening During evening the majority of planning and preparation would take place for the next sales day. It would include placing calls in order to set up next meetings prepare the package illustrations. As well as follow up with existing customers.

Techniques and Tools Used Techniques Crystal uses number of techniques outlined in the sales course. Some of highlights include:  Needs analysis at the very beginning of the sales funnel  Using different approaches for different customers  Consistent trial closes during the conversation As Crystal says: “Being genuine and helpful is the best technique in the sales.” It allowed her to get much more referrals and business opportunities as compared to her co-workers

Tools Crystal uses number of tools that help her secure new clients and retain existing ones. They include comprehensive visuals to help the prospect understand the benefits of the products and its applications. She would also carry number of charts and statistics depending on the prospect to demonstrate the value.

Areas of Improvement   

Usage of technology such as CRM systems would help retain customers. Crystal doesn’t emphasize on USP of her company Handling objections could be improved by using ACTT...